That's Right Summary
Summarise their worldview until they feel completely understood
- Difficulty
- Moderate
- Time to result
- ~weeks to results
- Steps
- 5
- Confidence
- 99%
The That's Right Summary is an empathy test: can you describe the counterpart's position so accurately that they respond, 'that's right'? Gather their facts, emotions, perceived unfairness, and objections, especially the pieces you would prefer to rebut. Then summarise that worldview without making your own case or denying the negative. This differs from eliciting 'you're right', which Voss describes as a polite way people end an unwanted argument. 'That's right' indicates that the person recognises their own thinking in your words and feels fully understood. At that point, stop talking. The counterpart may use the resulting sense of alignment to explain a solution or next step in their own language. The method builds cooperation through demonstrated understanding, not through surrendering your interests.
Origin
Voss presents the distinction between 'that's right' and 'you're right' as a central negotiation lesson from summarising a counterpart's perspective rather than pitching your own case.
Core principles
- 01Understanding is demonstrated by an accurate summary
- 02Unpleasant concerns must be included rather than denied
- 03'That's right' signals ownership more strongly than 'you're right'
- 04Silence after alignment lets the counterpart propose the path
How to run it
- 1
Collect their worldview
Listen for the counterpart's facts, feelings, history, and interpretation of fairness. Note what they believe you are overlooking.
Pro tip Pay special attention to repeated complaints and emotionally charged phrases.
Watch out Do not start summarising before you have enough of the picture.
- 2
Include the difficult parts
Put their negative perceptions and strongest objections into the summary. State them without denial or a defensive qualifier.
Pro tip Name the elephant in the room directly.
Watch out A selective summary feels like another sales pitch.
- 3
Deliver the summary
Describe the situation from their point of view in a calm, coherent sequence. Do not insert your counterargument.
Watch out The goal is accurate understanding, not imitation or flattery.
- 4
Test the response
Listen for 'that's right' or a similarly strong confirmation that your summary captured their position. If they correct you, update the summary.
Pro tip Treat 'you're right' as a warning that they may only want the pitch to end.
- 5
Let alignment work
After genuine confirmation, go silent. Give the counterpart room to propose, clarify, or advance the negotiation.
Watch out Do not ruin the moment by immediately returning to your pitch.
In the wild
A large company summarises a smaller supplier's view: the deal feels unfair because the buyer dominates the market and has a reputation for pushing suppliers around. The buyer does not deny those concerns or rush into justification. The supplier confirms the summary and begins explaining what safeguards would make implementation workable.
→ Recognition of the real objection opens a path to concrete protections.
Common mistakes
Chasing 'you're right'
The phrase may simply mean the counterpart wants you to stop arguing, not that they are aligned.
Sanitising their criticism
Leaving out the harsh or uncomfortable parts prevents the person from feeling fully understood.
Is it for you?
Best for
Stalled negotiations where the other side needs its perspective accurately recognised before moving forward.
Not ideal for
Manipulative parroting that omits decisive concerns or pretends agreement with facts you do not understand.
From the transcript
“the shift is instead of making my case I'm just trying to summarize your perspective and I'm really focusing on the parts that I don't…”
“when somebody says that's right that means they are all in”
From the episode
YAPClassic: Chris Voss on Negotiating Like a Boss
YAPClassic